A visual scan of your prospect data in 10 minutes or less...

1. Prospects Analytics A visual scan of your prospect data in 10 minutes or less... Component Based Solutions

3. We will use a sample (obfuscated) database.

4. In practice you will have more columns (you can start with 15-20 prospects) and more columns (you can collect much more data – see references). Simple spreadsheet to Collect prospect data Decision-support Graphics R (analytic application)

5. Which data? a simple spreadsheet will do the job How much inputs affect outputs ? What's main prospect product? Where is it located? Who's his rep? How much does it sell? How large is it? Which competitors we faced? Did we sell? How much?

6. Which graphic? Base your choice on input and output feature Case Input Feature Output Feature Example Graphic Representation DD Discrete Discrete Industry -> Success Stacked Bar Chart CD Continuous Discrete Turnover -> Success Box plot DC Discrete Continuous Industry -> Sold Box plot CC Continuous Continuous Turnover -> Success Scatter Diagram

9. Train West sales reps?

10. Does turnover impact on success? Employ box plots The box indicate most common Cases (50%) Extreme cases Less common cases are shown by the line The median: is What we shall compare Prospect turnover does not make great difference on success but smaller clients are better CD case

11. Do employees impact on success? Employee count makes minimal difference

12. What's the impact of competitor 1? The presence of competitor 1 reduces success chance

13. What's the impact of competitor 2? The presence of competitor 2 is devastating: we never win!

14. Is turnover related to employees? Yes, but depending on industry too.

15. Where is competitor 1 present? Competitor 1 is hungry of large prospects

16. Where is competitor 2 present? Competitor 2 is hungry of large prospects

17. Is turnover related to amt. sold? Scatterplot Input Output Little relationship between amount sold and turnover CC case

18. Is turnover related to amt. sold? But great linear association between amount sold and employee count

19. What's average sale per prospect? This information is the key to plan campaigns and sales force

21. The R project

22. Subscribe On Target newsletter (about practical and immediate BI). Click here ! Copyright © 2010 Component Based Solutions